Rachel Clapp Miller

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Consistently enforced qualification criteria is a cornerstone to any great sales process. As a sales leader, It’s important to provide a mechanism to ensure that sales opportunities warrant the investment of your sales team’s time and resources.

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Coaching your salespeople to success is a fundamental component of being a great sales leader. Providing constructive and consistent feedback can make the difference between a team of underperforming reps and one that is exceeding quota.

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Providing constructive feedback to your sales team is an integral component of being a sales leader. As a sales manager, you're charged with training, motivating and counseling sales professionals on a daily basis.

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Most professionals now have a LinkedIn profile. The company boasts more than 100 million registered users in the United States alone. Many B2B salespeople are also now leveraging Twitter.

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. The B2B sales conversation is a complex dance between seller and buyer. One misstep, and the whole conversation can be knocked off balance. But sellers who are able to maintain a steady selling rhythm and keep value at the forefront during the conversation are f ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. With the astronomically fast rise of social media and the increasing number of social media gurus and firms promising to help those who don’t understand these new tools, it’s no wonder that many B2B organizations are still reluctant to consider social selling a vi ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. B2B buyers are increasingly using resources other than a salesperson to get their information about your products. Consider these stats: 67% of the buyers’ journey is now done digitally (Source: SiriusDecisions) 87% of B2B buyers say online content has a major to ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Value-Based Selling demands an understanding of the stages of a basic buying process. Articulating Requirements Evaluating Options Committing to a Course of Action The role of the sales rep, then, is to progress the buyer through these stages in a way that leads a ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. It’s no longer a bold statement to say that your organization needs to be in the social game if you plan to achieve optimal sales productivity. Social media helps sales organizations drive pipeline by (1) engaging with buyers earlier in the sales cycle, (2) maint ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close. With that being said, we've decided to break down three common sales scenarios and provide you with so ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. A powerful customer testimonial may mean the difference between winning and losing an opportunity. That’s why we put such an emphasis on proof points at Force Mana ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. If you’re a veteran seller, you likely appreciate a good sales conversation. So what makes a sales conversation stand out? One that’s focused on customer needs and the unique value your solution provides. ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Effectively coaching your salespeople through the customer conversation can mean the differenc ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Measuring success is a key component to any sales transformation initiative. If you begin a sales initiative without setting organizational priorities and accountabil ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Effective value-based selling starts with a sales conversation focused on solution value and differentiation in a way that ties back to the customer’ ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Sales leaders believe marketing has some work to do when it comes to driving the right leads. In the latest ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. Achieving true sales transformation is a process that builds on many stages and demands consistent reinforcement. One of the most important components of a successful sales initiative is a p ...

This post originally appeared on the Force Management Blog. To read more content like this, visit the blog here. In an effort to quickly grow his or her company’s bottom line, a sales executive often makes the ...